Channel Frequently Asked Questions

Symantec™ Endpoint Protection 11.0 and Symantec™ Network Access Control 11.0

Overview

QUESTION ANSWER

What are Symantec Endpoint Protection 11.0 Symantec™ Endpoint Protection combines Symantec AntiVirus™ with advanced
and Symantec Network Access Control 11.0? threat prevention technologies to deliver unmatched defense against malware
such as viruses, worms, spyware, Trojans, zero-day threats, and rootkits. This
unified product delivers the most advanced technology available to protect from
today’s most sophisticated threats.

Functionally, Symantec Endpoint Protection 11.0 includes antivirus, antispyware,

firewall, intrusion prevention, and device control.

Symantec Network Access Control 11.0 securely controls access to corporate

networks, enforces endpoint security policy, and easily integrates with existing
network infrastructures.

Symantec Endpoint Protection 11.0 and Symantec Network Access Control 11.0
combine in a seamlessly integrated agent that unites Symantec antivirus technolo-
gies with acquired technologies from Whole Security and Sygate.

QUESTION ANSWER

Why are Symantec Endpoint Protection 11.0 These solutions enable you to return to your existing Symantec customer base
and Symantec Network Access Control 11.0 under maintenance and provide new functionality at no additional cost. This may
important to me? also be an opportunity to renew maintenance agreements with customers whose
contracts have lapsed.

This is an opportunity to offer your professional services and assessments for

customers migrating from Symantec AntiVirus Corporate Edition to Symantec
Endpoint Protection 11.0. Forty-three percent of SMBs plan to get outside help
from consultants and system integrators for policy creation and enforcement
with Network Access Control (NAC). (Forrester, State of Security in SMBs and
Enterprises)

Displace point product competitors in existing Symantec customer environments

where Symantec Endpoint Protection 11.0 and Symantec Network Access
Control will decrease deployment and administrative costs and simplify security
administration.

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 The products provide an opportunity to engage new prospects where no prior
relationship existed.

Increase your antivirus deal sizes by selling Symantec Network Access Control
11.0 to new and existing customers as a way to expand your market presence into
the NAC market segment.

If you are a Symantec Availability-focused partner, use this easiest-to-sell security

solution of Symantec Endpoint Protection 11.0 to cross the boundary between
the Security and Availability spaces. Symantec Endpoint Protection 11.0 offers
instant customer value and aligns with what customers are asking for in endpoint
security. Its game-changing functionality provides a great opportunity to explore
selling in the Security space—allowing you to become a broader solution advisor
for your customers.

QUESTION ANSWER

How do these two products interoperate? Both products will be sold separately; however, Symantec Endpoint Protection 11.0
will be Symantec Network Access Control ready. This means that Symantec Network
Access Control will be present, but not enabled, in the Symantec Endpoint
Protection 11.0 agent if not purchased initially. When purchased, Symantec
Network Access Control will be available and managed using the same
management console as that used by Symantec Endpoint Protection 11.0.

QUESTION ANSWER

What segments are these products relevant in? What segments are these products relevant in?

• Small Business*
• Medium Business*
• Enterprise
• Large Enterprise—See “Packaging” section

QUESTION ANSWER

What vertical markets? Symantec Endpoint Protection 11.0 and Symantec Network Access Control 11.0
are horizontal security applications, although they are particularly relevant to the
Finance and Banking, Legal, Government (Federal, Local, State), Healthcare, and
Education markets because of the type of data generated by these segments and
the system and regulatory compliance reporting required of most.

QUESTION ANSWER

What key business benefits do these products Primary business benefits include:
provide?
• Lower total cost of ownership
• Simplified centralized management of endpoint protection and compliance
• Protection against the growing number of existing and emerging threats
• Growing remote endpoint security policy concerns are addressed by ensuring
endpoints are properly protected prior to being allowed access to the network

* There are also offerings for specific customer needs (Symantec Network Access Control Starter Edition, Symantec Endpoint Protection 11.0 Business Packs, and Symantec
Endpoint Protection Small Business Edition 11.0).

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 QUESTION ANSWER

What specific customer needs and market A threat landscape that has morphed from ”hacking for fame” to “stealing for gain”
drivers do Symantec Endpoint Protection 11.0 dictates a substantial change in security risk levels and criminal stealth strategies.
and Symantec Network Access Control 11.0
Extensive customer research (focus groups, customer councils, individual interviews,
address?
and analyst discussions) tell us that customers want:

• IT security enhancement, which SMB customers rated first among infrastructure

priorities in 2006 (Forrester, State of Security in SMBs and Enterprises)
• Network access control, which enterprise customers rated the technology they
wanted most for IT security (Forrester, State of Security in SMBs and Enterprises)
• Single Agent architecture for easier deployment and administration
• Single management console architecture for better reporting and administration
• A smaller memory ‘footprint’ than a mixed environment of point product agents
• Better protection against difficult-to-catch unknown malware threats

Symantec Endpoint Protection 11.0 and Symantec Network Access Control 11.0
have been designed to meet all the customer requirements driven by the change
in the threat landscape over the last 24 months. These security solutions change
the game in endpoint security by redefining antivirus.

Resources: Tools and Materials

QUESTION ANSWER

What kind of tools and resources will be Tools and materials will be available on PartnerNet and on our theme site on
available and when? www.symantec.com/endpointsecurity. These will include QuickStart guides, data
sheets, SKU Mapping tool, training materials, and more. These will be available
on or before June 15.

QUESTION ANSWER

How will sales training be conducted? Sales training will be available via webcasts; in self-paced multimedia modules
that you can work through whenever you like; and through Symantec’s video
modules. Scheduled dates and places for face-to-face training and other training
opportunities are on PartnerNet.

QUESTION ANSWER

What kind of technical training will be available? Technical training will be available via instructor-led, online webcasts, online
When? courses (Virtual Academy), and webcast archives for replay. Reference materials
will be available online before the general availability of the product. Dates for
scheduled onsite and webcast training are available on PartnerNet and through
the channel newsletter.

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 QUESTION ANSWER

Will Symantec Endpoint Protection 11.0 and Trialware will be available for Symantec Endpoint Protection 11.0 in late October.
Symantec Network Access Control 11.0 The trialware will include the SEP client only (no console), and will expire on a fixed
trialware be available for my customers? date in March of 2008. It will be available at www.symantec.com/endpointsecurity.

At this time, there are no plans for trialware for Symantec Network Access
Control 11.0, but it is available as internal and evaluation licenses to our partners.

QUESTION ANSWER

What tools do I have to help a customer Prior to First Customer Ship (FCS), you can direct customers to the beta
through an evaluation? download for those that wish to evaluate its functionality. After FCS, please
use-the Internal License and Evaluation programs.

QUESTION ANSWER

Are NFR copies available to us? There will be evaluation software available, but not specifically under the
NFR program; they’re available under the Internal License and Evaluation
programs. Internal Licenses are 12 months and include Basic Maintenance.

Using PartnerNet, partners can request software through one of two programs:

1. Internal licenses—To be used on internal production networks, in training

facilities, in briefing centers, and for customer demonstration
2. Evaluation software—To be given by the partner to potential customers
for evaluation and to be used in training facilities, briefing centers, and
for customer demonstration purposes

Please see the Licensing Guide on PartnerNet for exact details.

Packaging

QUESTION ANSWER

What are the specific packages made from • Symantec Endpoint Protection 11.0—Includes antivirus, antispyware, firewall,
these various technologies? intrusion prevention, and device control
• Symantec Multi-tier Protection 11.0—Includes Symantec Endpoint Protection
+ Symantec AntiVirus for Macintosh + Symantec AntiVirus for Linux + Mail
Security (SMTP, Domino and Exchange)
• Symantec Endpoint Protection Small Business Edition 11.0—Includes
Symantec Endpoint Protection and Mail Security for MS Exchange
• Symantec Network Access Control 11.0
• Symantec Network Access Control Starter Edition 11.0

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Symantec Endpoint Protection 11.0
Small Businesses Medium Businesses Enterprise Large Enterprise
(10–99 employees) (100–999 employees) (1,000–4,999 employees) (5,000+ employees)

Symantec Endpoint
Packs and licenses Licenses Licenses Licenses
Protection 11.0
Symantec Endpoint Protection
Packs and licenses N/A N/A N/A
Small Business Edition 11.0

Symantec Multi-tier
Licenses Licenses Licenses Licenses
Protection 11.0

Symantec Network Access Control 11.0

Small Businesses Medium Businesses Enterprise Large Enterprise
(10–99 employees) (100–999 employees) (1000–4,999 employees) (5,000+ employees)

Symantec Network Access

Licenses* Licenses* Licenses Licenses
Control-11.0
Symantec Network Access
Licenses Licenses Licenses Licenses
Control Starter Edition 11.0
* May purchase if desired but not target market segments.

How do our former antivirus and NAC products map to the new packages?
Before Now
Symantec AntiVirus Corporate Edition and Symantec Client Symantec Endpoint Protection 11.0
Security* and Sygate Symantec Enterprise Protection
Symantec AntiVirus Enterprise Edition Symantec Multi-tier Protection 11.0
(Symantec Endpoint Protection + Symantec AntiVirus for
Macintosh + Symantec AntiVirus for Linux + Mail Security)
Symantec AntiVirus Groupware (packs only) Symantec Endpoint Protection Small Business Edition 11.0
Symantec Client Security Groupware (packs only) (available in packs and licenses)
Symantec Network Access Control Symantec Network Access Control 11.0
Did not exist Symantec Network Access Control Starter Edition 11.0
* With the release of Symantec Endpoint Protection, Symantec Client Security will be on a path to end of life.

In Front of the Customer

QUESTION ANSWER

What are the cross-sell, upsell, and service • Leverage maintenance renewal to migrate customers to Symantec Endpoint
opportunities for Symantec Endpoint Protection 11.0
Protection 11.0? • Upsell to SNAC or SNAC Starter Edition based on the requirements and
applications
• Upsell to Symantec Critical System Protection, Symantec Mobile Security and
Symantec On-Demand Protection

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 Use Symantec Endpoint Protection, Symantec Network Access Control, and the
enterprise or small business editions as a bridgehead to add other Symantec
Security and Availability solutions to the customer’s environment. For details on
which solutions and services to cross-sell or upsell, please use the Compass tool.

QUESTION ANSWER

How should I position this with my customers Both Symantec Endpoint Protection and Symantec Network Access Control are
compared with other products we sell? interoperable with other popular antivirus and firewall products, though we
believe that the integrated solution benefits are compelling for many customers now
evaluating or reevaluating security. Symantec Endpoint Protection and Symantec
Network Access Control are industry-leading solutions that address new customer
thinking around IT security.

QUESTION ANSWER

How should I explain to customers that Providing effective IT security is more complex than just installing antivirus now.
Symantec Endpoint Protection 11.0 is You need the most advanced technologies to protect from today’s more sophisticated
different from just antivirus? threats. Symantec Endpoint Protection starts with Symantec AntiVirus and combines
advanced threat prevention in a single agent administered via a single management
console. This is the next generation of AntiVirus from Symantec.

QUESTION
ANSWER
Does Symantec Endpoint Protection address
the technical concerns about Symantec Yes. For one thing, the agent footprint is smaller and more efficient than in past
AntiVirus I’ve heard from my customers? versions. We know some customers have had concerns about the overhead of
the solution, so Symantec Endpoint Protection was designed, in part, to address
those concerns. We think your customers will be pleased.

QUESTION
ANSWER
What should I tell a customer who says they
don’t need or want all the functionality in Symantec Endpoint Protection pricing will be approximately the same as
Symantec Endpoint Protection? Symantec AntiVirus Corporate Edition 10.2 pricing for new purchases. In
other words, you might say they don’t pay any more for the new functionality.
Also, the modular architecture of Symantec Endpoint Protection allows the
customer to enable only the functionality they want or need.
You should probe to open the discussion into why they feel they don’t need the
other functionality, services or to roll their multiple point product functionality
into our integrated Endpoint Protection solution.
Current customers, on maintenance, can test any of the feature modules of
Symantec Endpoint Protection at no additional cost.

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QUESTION ANSWER

What kind of help will customers have to migrate There will be functionality in Symantec Endpoint Protection to make migration
from a previous version of Symantec AntiVirus? simple and straightforward for current Symantec antivirus customers.
How can I enable my staff to provide it?
• There is a First Time Migration wizard that walks the administrator through the
management console installation, the migration of policies from the previous
Symantec antivirus environment, and new client deployments.

• On the CD there are two tutorials. One is a Symantec Endpoint Protection

overview, and the second one covers migration. There is also a hardcopy
migration guide.

For larger organizations (>40,000 clients) there will be (post FCS) a sizing/
scalability document that will provide guidance on hardware requirements
and other configuration details to make Symantec Endpoint Protection run
smoothly with large numbers of clients.

For new prospects, assessment services can be provided by Symantec to help a

customer determine how his environment will benefit from the use of Symantec
Endpoint Protection or Symantec Network Access Control. You can sell such
services after certification by Symantec’s Services team.

The Partner Education courses include migration modules for your technical team
that will enable you to sell your own services to your customers, especially smaller
SMB organizations. The materials mentioned are listed on PartnerNet, the technical
support site, and on our theme Web site on www.symantec.com/endpointsecurity.

QUESTION ANSWER

What services will be offered for Symantec Consulting Services: Symantec consulting services start with antivirus deployment
Endpoint Protection and Symantec Network and migration assistance providing solution design, deployment and migration
Access Control 11.0? planning, installation package creation, and testing.

Technical Education Services: Our 5-day Symantec Endpoint Protection 11.0

course will be available in both classroom (instructor-led) and Virtual Academy
(live online) versions. In addition to features and functions, students will learn
installation, management, and troubleshooting techniques.

QUESTION ANSWER

When will training courses be available? The Installation, Upgrade, and Migration for Symantec Endpoint Protection 11.0
training courses have been available since mid-June.

The Symantec Endpoint Protection 11.0 sales training course became available in
mid-August.

The Symantec Network Access Control 11.0 training course will be available in
mid-September.

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 QUESTION ANSWER

Will these solutions help my customers meet The protective functionality of both Symantec Endpoint Protection and Symantec
any regulatory requirements? Network Access Control markedly decrease break-ins, data theft, and infection by
remote workers that put regulatory compliance at risk. Both system and regulatory
compliance are enabled by the reporting and event logs of Symantec Endpoint
Protection and Symantec Network Access Control.

QUESTION ANSWER

How can I learn how to quote my customers The Partner Pricing and Licensing QuickStart on PartnerNet contains all the
on-this? information you require. If you are having difficulty constructing a quote, please
contact your Symantec Channel Sales Manager or the Symantec Endpoint
Protection Product Manager.

QUESTION ANSWER

Will this be included in the Opportunity Yes. Details are on PartnerNet.

Registration program?

Competitive

QUESTION ANSWER

What are our key competitive differentiators in • Symantec Endpoint Protection 11.0 with advanced threat prevention which
Symantec Endpoint Protection? includes antivirus, antispyware, firewall, intrusion prevention, and device control.

• Single agent/single console

• Proactive threat scanning

• Symantec Network Access Control ready: Every deployment of Symantec

Endpoint Protection includes Symantec Network Access Control in the agent.
It remains dormant until enabled by licensing the SNAC option separately.

• Our Global Intelligence Network

QUESTION ANSWER

What are our key competitive differentiators in • Deployable Network Access Control enforcement: operating system neutral
Symantec Network Access Control? and hardware neutral

• More enforcement options: offers DHCP, LAN, 802.1x, inline gateway

enforcement, and self enforcement options

• More evaluation options: offers persistent, dissolvable, and non-agent-based

scanning options

• Better integration with Symantec Endpoint Protection

For more details on competitive solutions and how we compare, please refer to
the competitive materials posted on PartnerNet.

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SCENARIO

If my customer is running a competitive

AV/Security solution, and has no intention to
switch to SEP, can they still use SNAC SE for
its self enforcement capabilities?

QUESTION ANSWER

1. What do I sell them? 1. You sell SNAC SE and install just the SNAC agent.

QUESTION ANSWER

2. What capabilities do they get? 2. They receive Host Integrity & Remediation. This means they can assess the
endpoints compliance with endpoint policy and automatically fix the problem.

QUESTION ANSWER

3. What capabilities do they not get that a SEP 3. They do not receive the firewall Quarantine Policy. This means they can only
customer would enjoy? detect the problem and initiate automated remediation, but they CANNOT
quarantine it and prevent it from accessing the network—they need the
firewall to actually quarantine.

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Pricing and Licensing

QUESTION ANSWER

Will there be an upgrade cost? What product(s) Customers currently under maintenance contract are entitled to a 1 for 1
is your customer entitled to? license upgrade as listed below:

EXISTING LICENSES ENTITLEMENT

• Symantec AntiVirus Corporate Edition Symantec Endpoint Protection 11.0

• Symantec Client Security

• Confidence Online for Corporate PC’s

(Whole Security)

• Symantec Sygate Enterprise Protection

• Symantec AntiVirus Enterprise Edition Symantec Multi-tier Protection 11.0

• Symantec AntiVirus with Groupware Symantec Endpoint Protection

Protection Small Business Edition 11.0

• Symantec Client Security with Groupware

Protection

• Symantec Network Access Control (LAN Symantec Network Access Control 11.0
and/or DHCP)

• Symantec Network Access Control (only Symantec Network Access Control Starter Edition 11.0
Gateway and/or CNAC)

• Symantec Sygate Enterprise Protection Symantec Endpoint Protection 11.0 and

(with Self Enforcement) Symantec Network Access Control Starter Edition 11.0

QUESTION ANSWER

Will there be price changes for new Symantec Endpoint Protection pricing will be approximately the same as
customers/purchases? Symantec AntiVirus Corporate Edition 10.2 pricing for new purchases. There
will be a slight increase in renewal pricing in some higher Bands. For full
details check the Channel Notification and/or Price List on PartnerNet.

Symantec Multi-tier Protection pricing will be approximately the same as Symantec

AntiVirus Enterprise Edition 10.2 pricing for new purchases and renewals. For full
details check the Channel Notification and/or Price List on PartnerNet.

Symantec Network Access Control 11.0 pricing will be somewhat lower than
the similar Symantec Network Access Control 5.1 product. For full details
check the Channel Notification and/or Price List on PartnerNet.

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 QUESTION ANSWER

What is the process to upgrade customers to Symantec is committed to providing customers and channel partners with an
the new product versions? enhanced and simplified version upgrade process to make it faster and easier
to upgrade.

Customers have multiple ways to access the new software:

• Eligible customers will automatically receive an email notification which they

can use to download the appropriate software.

• Customers can download software by directly going to FileConnect (Symantec’s

electronic software distribution Web site (serial number required)

• Customers can visit Symantec’s improved Licensing Portal that delivers

multi-function capabilities in one easy to navigate portal (serial and/or
account number required)

ANSWER
QUESTION
Yes, there is a competitive upgrade program. Generally the customer pays
Will there be a competitive upgrade program? some maintenance cost to upgrade to a Symantec product. The actual
percentage depends on the band under which they’re purchasing. Please
refer to the posted price list.

QUESTION ANSWER

I have customers using Citrix and they’ll want We license on a per-seat basis. Thin clients require per-seat licenses to protect
licensing for Symantec AntiVirus on thin clients. local resources and data or resources and data accessed though other clients,
What is our licensing model for thin clients? servers, or other locally mapped drives. It is strongly recommended that thin
clients be secured locally, as they may still be candidates for the distribution
and proliferation of threats to the network to which they have access.

Migration

QUESTION ANSWER

Can the Symantec Endpoint Protection Symantec AntiVirus 9.x, Symantec AntiVirus 10.x and Symantec Client Security 2.x
Management Console manage agents from and Symantec Client Security 3.x agents cannot be managed by Symantec Endpoint
previous versions of legacy products? Protection Manager. However, the Symantec Endpoint Protection/Symantec
Network Access Control agents will intelligently install over (automatically uninstall)
the Symantec AntiVirus 9.x, Symantec AntiVirus 10.x and Symantec Client Security
2.x and Symantec Client Security 3.x agents.

Symantec Sygate Enterprise Protection 5.1 and Symantec Network Access Control
5.1 agents can be managed from Symantec Endpoint Protection Manager and can
also be intelligently upgraded (automatically uninstall) to the Symantec Endpoint
Protection/Symantec Network Access Control agents.

WholeSecurity Confidence On-line for PCs and Sygate Secure Enterprise 4.x agents
cannot be managed by Symantec Endpoint Protection Manager and the Symantec
Endpoint Protection/Symantec Network Access Control agents cannot be installed
over those agents. These agents will have to be uninstalled before the Symantec
Endpoint Protection/Symantec Network Access Control agent can be installed.

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QUESTION ANSWER

Will configuration and policy data in the cur- Configuration and policy migration tools are available to support migration of
rent product(s) be carried over into Symantec such data.
Endpoint Protection Manager?

QUESTION ANSWER

Will the management console for the No, the management console for legacy products will not be able to manage
legacy products be able to manage Symantec Symantec Endpoint Protection or Symantec Network Access Control agents.
Endpoint Protection and Symantec Network
Access Control agents?

QUESTION ANSWER

What services are available to help me with There are a number of services to help partners and customers with migration.
migration? Further information is available on PartnerNet and will be updated as we get
closer to first customer shipment.

QUESTION ANSWER

What tools will be made available to help Symantec provides a number of tools and services to assist customers with
me with migration? migration. Further information is available on PartnerNet.

Documentation, best practices guides and on-line training to make migration

easier are available. Extensive wizards have been developed to walk
administrators through the migration process.

Symantec offers helpful migration capabilities such as a new wizard-based

installer, automatic policy mapping, agent over-install and allowing the
management console to be installed on the same server that your existing
management server sits on.

Symantec Endpoint Protection will also work with Altiris’ endpoint management
solutions to make it easy to distribute client software packages, migrate from
older Symantec Antivirus or other antivirus solutions and view deployment status
and rollout activity.

Symantec will make available a 30-day trial of an Altiris management solution

at no charge to help customers deploy their Endpoint Protection agents. This
promotion will start in mid-October 2007.

Symantec also offers a host of consulting and educational services to help

customers migrate.

QUESTION ANSWER

What are the End-of-Life (EOL) plans for Symantec AntiVirus Corporate Edition, Symantec Sygate Enterprise Protection,
Symantec AntiVirus Corporate Edition, and Symantec Client Security will no longer be promoted as standalone products
Symantec Client Security and Symantec and we will announce EOL details for them in the near future.
Sygate Enterprise Protection?
Customers under valid maintenance for Symantec AntiVirus CE, Symantec
Client Security, or Symantec Sygate Enterprise Protection will receive equivalent
licenses of Symantec Endpoint Protection 11.0.

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Miscellaneous

QUESTION ANSWER

What should we tell customers who have For one thing, the single agent footprint is smaller and more efficient than in past
performance concerns about implementing versions of Symantec antivirus. We know some customers have had concerns
software with all this different functionality about the overhead of the solution in the past. Symantec Endpoint Protection
on-their servers and desktops? was designed, in part, to address those concerns. We think your customers will be
pleased.

QUESTION ANSWER

Is Web Security in the Symantec Multi-tier No, Web Security will no longer be a part of Symantec Multi-tier Protection 11.0
Protection or Symantec Endpoint Protection and will not be offered as part of Symantec Endpoint Protection Small Business
Small Business Edition? Edition 11.0.

QUESTION ANSWER

What happens to Confidence Online for PCs Confidence Online for PCs will reach end of life because the functionality is being
and Confidence Online for Web applications? incorporated into Symantec Endpoint Protection. We’ll still support it for 30
months as our customers make the transition.

Copyright © 2007 Symantec Corporation. All rights reserved. Symantec and the Symantec Logo are trademarks or registered trademarks of Symantec Corporation or its affiliates in the U.S. and other
countries. Microsoft and Windows are registered trademarks of Microsoft Corporation in the United States and other countries. Other names may be trademarks of their respective owners. Printed in the
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